KPI’s for Sales Manager-

1) Percentage of Leads Generated: Having an understanding of the percentage of

leads the company is generating will not only keep sales representatives motivated,
but the managers will also be able to track and measure the team’s performance
2) Number of Qualified leads: Receiving a lead is an exciting part of any sales
manager’s day or week. However, understanding whether or not that lead has real
value helps manager determine how to allocate time and resources on the
particular lead.
3) Email Open Rates: Managers want to see if prospects are engaging with the
emails regularly. The more frequently they open emails, the more likely they are
going to be to talk and ultimately buy.
4) Leads to Opportunities: It allows a sales manager to monitor inbound lead flow
versus actual opportunities. It can also help evaluate when there might be trouble
with lead quality or missed opportunity advancement
5) Sales Volume by Location: By comparing sales volumes across locations, including
physical stores and online transactions, you'll see where demand for your product is
highest and lowest. If sales volume is large in region A, perhaps there is a higher demand
there, in which case you can focus on customizing certain products and services for that
region
6) Existing Client Engagement: Maintaining good rapport with customers after the sale
is important to ensure long-term business. By regularly touching base with their
customers to understand how things are going and how they can help, When reps are
consistently available to help, customers know they’ll always have somebody there to
support their business needs.
7) Sales Cycle Length: it's important to look at the average length of your team's sales
cycle. Are some reps closing in three weeks while others are closing in six? What are the
respective churn rates six months from onboarding? Analyze what sales cycle length
produces the highest number of closed-won business. And don't forget to also look at
how successful those deals are down the line.
8) Meeting Acceptance Rates: Consistently landing appointment acceptances is a mark
of an exceptional sales rep. It means they can create a sense of urgency with prospects.
Oftentimes, prospects try to push meetings off, don't take them seriously, or just flat out
stop responding. This rate is calculated by dividing the number of meetings a rep
schedules by the total number of replies they receive from prospects
9) Sales Stage Conversion: the conversion percentage from a qualified prospect to call/
email, from call to meeting, from meeting to closed contracts.
10) Duration Per Stage: After creating the opportunity, optimizing the amount of time
to move through the funnel becomes paramount. It’s low-hanging fruit to simply
take people already in the sales cycle and feed them content that expedites their
current stage or future stages.
 11) Repeat Sales: Repeat customers are the best customers, and they require less effort
to sell to. Additionally, it is unsustainable to only acquire new sales without
tapping into our existing sales base.
12) Average Profit Margin: A business is ultimately all about the bottom line, and the
key metric to evaluate that is the profit ratio for the offerings. Profit margins help
managers know how much they can reduce pricing without losing money
13) Customer Lifetime Value: Sales managers measure CLV at regular intervals to
maintain business sustainability. CLV/CAC ratio reveals the health of the business. If
CAC is higher than CLV, business struggle to grow.

Development Areas
 One-on-one coaching to your subordinates in team to enhance their sales skills and
motivation
 Learn to use latest technologies and train your team for the same to make them more
productive and efficient
 Create a positive team culture and put up rewards system in place to appreciate hard work
of employees
 Improve on ability to build rapport with clients and customers
 Build on communication, team management and listening skills
 Build inner ability to handle rejections and still keep trying